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Logistics, Freight: TruckX case study: From $2M to $16M ARR with a new sales system

Growth had stalled at $2M ARR. Phi embedded a full-stack GTM team, rebuilt sales from scratch and took TruckX to $16M ARR in 12 months.

TruckXLogistics · Freight

Outcome: TruckX results

A sales system built for trucking.

  • $2M → $16MARR
  • 8xRevenue growth
  • 12Month timeframe
  • 100%Team expansion
  • #1Cold calling became the top revenue driver

TruckX grew from a narrow fleet segment to customers across the US. CAC fell while close rates and sales velocity rose, and the playbooks now belong to TruckX's own team.

Before Phi: The challenge at TruckX

Product-market fit without a sales system. A validated ELD, dashcam and telematics product for OTR trucking, with strong inbound and loyal early users. Growth still stalled at $2M ARR.

  1. 01

    No sales system

    Nothing to capture demand or reach new fleet segments.

  2. 02

    No outbound

    Inbound only, with no proactive outreach.

  3. 03

    No segmentation

    Every prospect treated the same, whatever their size or needs.

  4. 04

    Ad hoc pipeline

    Follow-up was inconsistent.

  5. 05

    No sales tools

    No scripts, playbooks or reporting.

The work: What Phi did for TruckX

Phi embedded a full-stack GTM team and turned scattered effort into a repeatable sales system built for trucking.

  1. 01

    Team

    Full-time SDRs, AEs, sales managers and RevOps operators.

  2. 02

    GTM audit

    Mapped gaps in process, conversion and team capability.

  3. 03

    Outbound

    A cold-call-led motion built for how OTR buyers buy.

  4. 04

    Pipeline design

    SQL and MQL criteria, lifecycle stages and routing logic.

  5. 05

    CRM automation

    Faster deal movement and forecasting.

  6. 06

    Persona segmentation

    From 1-5 truck fleets to 100+.

Execution: How we executed

What drove the growth.

  • Freight-specialized teams

    SDR and AE teams built and scaled from zero.

  • Enablement

    Call scripts, email templates and objection handling written for freight.

  • ICP refinement

    By fleet size, geography and compliance needs.

  • Live dashboards

    Lead conversion, rep performance and pipeline velocity.

  • Vertical strategy

    New revenue layers across the freight ecosystem.

Testimonial: TruckX, in their words

“We didn't just get a consultancy. We got a true GTM partner. Phi helped us sell smarter, scale faster, and dominate our category.”
Tapan Chaudhari, CEO, TruckX

Talk to us: The same system, pointed at your number.

A 30-minute call on your market, your GTM and what is not working. We will tell you if Phi is the right fit.

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